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Patient Consults are NOT Converting!

I often hear from surgeons like you, they have a nice office and great staff, but their patient consultations are NOT converting.

Convert More Plastic Surgery ConsultationsFor some reason,  the problem is in getting new prospective patient consultations to say yes to surgery, but you don’t know what to do differently.

You may be spending up to an hour with the prospective patient and then your coordinator spends time with them and they still don’t book. Ugh!

So, you have a full day of consultations, back-to-back who do NOT book surgeries or other big-ticket procedures. What a waste of time and energy!

Plastic surgeons tell me regularly how their consultation conversion rate used to be in the high 70’s but many have fallen to 20-35% so they ask themselves….

“Why aren’t we booking more consultations!?!”

The Quality of Your Patient Consultations

To answer that question, the first place to start is with the quality of the prospective cosmetic surgery patient you are attracting.

Remember that computer term, “garbage in – garbage out” and I don’t mean anything bad about the patient as a person. I’m only referring to their quality as a cosmetic surgery patient….big difference.

By that I mean how mentally, physically and financially prepared are they to move forward with cosmetic surgery?

Don’t you want to know that BEFORE you spend your valuable time with them?

If your patient consultations are NOT converting, here’s what you want to consider BEFORE meeting them:

BEAUTY AND THE BIZ

Beauty and the Biz is for Plastic Surgeons who know they don’t know everything and are open to discovering the pearls to grow and scale a sellable asset when they’re ready to exit.

Listen in as Catherine interviews surgeons who talk about the business and marketing side of plastic surgery and listen to Catherine’s pearls from consulting with plastic surgeons since Year 2000.

Where did your new patient consultations come from?

Where a patient came from is your first indication of the quality of that patient. If they came from their girlfriend or sister who got fantastic results from you, you are as close to getting a yes as you can be.

If they came from your killer before/after photos and your 5-star online patient reviews, that’s pretty good too.

However, if they came from the Internet – beware.

The Internet has created short attention spans and click-crazy would-be cosmetic patients so it’s tough to get their attention. And even when you do, you can lose it just as fast when they run across your competitors and now they vacillate and change their mind.

Did the new prospective patient bond with you before their visit? 

If your patient consultations are not converting, it could be because there is no connection.

Your coordinator needs to be seen as the patient’s “aesthetic advisor” so they are comfortable enough to open up to the coordinator and tell them what they want and why they want it; along with other important personal information.

Several poignant questions need to be asked to help ensure this patient has the mental and physical health as well as the financial wherewithal to move forward.

Is the prospective patient informed?

It may feel counter-intuitive but the more informed a cosmetic surgery prospective patient is at their consultation, the more likely they are to book.

Most surgeons I know like to use their time with the patient educating them since it helps them bond with the patient; however, that can also work against you.

While the patient appreciates the information, this could be new to them so they are going to have the dreaded response….. “I gotta think about it”. So they don’t book at their consultation. They go back to the Internet to research even more and you may never see them again.

A great way to avoid that is to prepare a private page on your Website and name it your Patient Resource Center.

This page includes a Welcome Video from you telling the patient you’re excited to meet them and inviting them to check out your FAQ videos where you personally explain the procedure as well as address the common objections you get.

This way, the patient is more informed when they meet you and has intelligent questions to ask you that they have already thought a lot about. So when you address those, you are that much closer to a yes. You also save a lot of time.

Are you seeing how much detail goes into the consultation process?

I can help simplify that for you and your coordinator with my latest work to help you convert more consultations.

ORDER MY BOOK

A Complete Guide to Understanding Your Aesthetic Patient and Growing Your Aesthetic Practice. Catherine Maley, MBA went straight to the aesthetic patient to get the answers you need to succeed with your patients.

Introducing……
The Converting Club for Patient Coordinators

This is a private club where I train your coordinator(s) to convert more consults by at least 15%.

When your patient consultations are not converting, you need the competitive edge so your staff is professionally trained to educate them so patients choose you as the BEST CHOICE.

Here’s what The Converting Club includes:

  • Video Training Library of me personally explaining strategies for each step of the process;
  • Quizzes to help your coordinator retain what they learn
  • Monthly Q&A Calls for added motivation and strategies that work
  • Weekly Metrics for accountability
  • Coaching Calls to go over metrics and fine-tune their process

Click Here to Convert More Consultations Easier

 

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Catherine Maley

Catherine Maley

Catherine is a business/marketing consultant to plastic surgeons. She speaks at medical conferences all over the world on practice building, marketing and the business side of plastic surgery. Get a Free Copy of her popular book, Your Aesthetic Practice: What Your Patients Are Saying View Author Profile.

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